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🚗 Shock Absorbers
🚙 Service Drive(way), Getting to "Yes," and Mentorship
TOGETHER WITH
Welcome to Thursday, Friend!
Yesterday, we had a great conversation with Bob Rohrman Toyota’s GM, Zac Kinch (aka the Tariff Sheriff) about this moment in retail auto. He brought some news from the front and some timeless words to keep things in focus from our friend Rhett Ricard:
Check out the full Automotive State of the Union episode here. And then hit reply to tell us what’s going on in your stores, and what you see coming soon.
Keep Pushing Back,
-Paul, Kyle, Chris & Kristi
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AROUND THE ASOTU-VERSE
ASOTU CON 2025 🛠️
Fixed Ops is the kitchen of the retail auto restaurant. 🧑🍳
Or, maybe it’s the engine room of the retail auto ship? 🚢
Whatever your preferred metaphor, healthy Fixed Ops is essential to a healthy dealership, and growth is essential to health.
So, we’re bringing some people on the forefront of growing service offerings to ASOTU CON 2025 to talk about “Bringing the Service Lane to Their Driveway!”
Join Ed Roberts of Bozard Ford Lincoln, Troy Blackwell of Spiffy, and Curbee’s Amit Chandarana this May in Hanover, MD, and return home prepared to unlock new profit potential from your Fixed Ops department!
Tariff Sheriff, Some More From Q1, India’s Tesla Deal
🐂 Tariff Stampede Shows Dealer Value
The looming 25% import tariff sent consumers racing to showrooms in March. GM, Kia, and Hyundai all posted double-digit gains. Dealers like Zac Kinch (aka the Tariff Sheriff) became frontline educators, clarifying tariff confusion and turning urgency into sales. The takeaway? When chaos hits, your transparency becomes your edge.
🗓️ Automaker Q1 Recap: Toyota Up, Tesla Down, Stellantis Struggles
Toyota stayed steady with strong hybrid growth, while Tesla’s deliveries fell 13% as political backlash and global EV competition took a toll. Stellantis? A 12% drop overall, with bright spots few and far between.
🤝 India’s EV Deal May Shape Global Competition
India plans to cut EV tariffs, opening its market to Tesla—at the expense of local makers. It’s a reminder for U.S. dealers: global shifts can drive local expectations faster than ever.
➕ More
Check out more on all these stories and several more in our Daily Digest.
Get To “Yes” Much Quicker
“With Upstart’s products, we’ve been able to just stay with the customer the entire time and get to the ‘yes’ much quicker. Many of our customers can get done in 30 minutes.”
According to Marri Stokes, Director of Operations at Leif Johnson Ford, connected digital retailing and AI-powered financing is at the heart of serving customers where and when they choose to transact, whether that’s from the comfort of their couches, in the showroom or a blend of both.
Becoming a trusted dealership means tailoring the buying experience to every kind of shopper and meeting them where they’re at in their journey.
Hear Marri’s full thoughts in her conversation with Upstart here.
If you’re curious about how Upstart’s online, in-store and AI-powered financing solution can lead to some of the results Marri describes, you can learn more at https://www.upstart.com/dealers/
MORE THAN CARS MOMENTS
#1 Cochran Youngstown Shows Up for Students and Their Stories
You can write checks. Or you can show up.
#1 Cochran Youngstown does both.
Last month, the dealership’s Ohio team partnered with the United Way of Youngstown and the Mahoning Valley to launch the first-ever Young Men’s Mentorship program at Boardman Glenwood Junior High. A few team members—including Ohio Platform Director Joe Lukich—spent time with 7th and 8th graders, talking candidly about workforce development, resilience, and the kind of grit it takes to grow into leaders.
It wasn’t a lecture. It was life-on-life—sharing stories, answering questions, and offering the kind of encouragement that sticks longer than a handout ever could.
Then, just a few weeks before, #1 Cochran wrapped up their Operation Santa campaign by presenting a $45,000 check to the local United Way. Proceeds from new and used car sales will help fuel initiatives throughout the year, including ongoing support for the Care Closet at Boardman Center Intermediate School, which provides hygiene and food essentials to students in need.
Mentorship and material support: another story of dealers taking responsibility for their place in the community. We love it.
🥊 Quick Hits
🔁 Today in History
1885: The internal combustion engine is patented. ⛽️
1968: Martin Luther King Jr. delivers his "I've Been to the Mountaintop" speech; he was assassinated the next day. 🇺🇸
2006: The last Lincoln LS is produced. 🔚
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